Entries by admin

A Visceral Account of Addiction

Authors: George Loewenstein, Carnegie Mellon University Publication: Getting Hooked: Rationality and Addiction (book) Year: 1999 Focus Area: Prevention, Decision Making Relevance: Victims of fraud are not victims of addiction, but the methods used to remind recovering addicts why they quit taking a drug could be applied to fraud prevention programs. In both cases, time diminishes […]

Beyond Valence: Toward a Model of Emotion-Specific Influences on Judgement and Choice

Authors: Jennifer S. Lerner, Carnegie Mellon University and UCLA; Dacher Keltner, UC Berkeley Publication: Cognition and Emotion Year: 2000 Focus Area: Emotion, Decision Making, Risk, Profile, Prevention Relevance: Personality traits, namely a tendency towards fear or anger, can influence risk assessment. People who characteristically tend toward anger make riskier decisions. However, strategies that make people […]

The Influence of Culture on Consumer Impulsive Buying Behavior

Authors: Jacqueline J. Kacen, University of Illinois at Urbana-Champaign; Julie Anne Lee, University of Hawaii-Manoa Publication: Journal of Consumer Psychology Year: 2002 Focus Area: Profile, Persuasion, Decision Making Relevance: Some fraud victims, like impulse buyers, make quick decisions about a purchase. Mood, emotion, and culture can all play a part in these decisions, and profiles […]

Time-Inconsistent Preferences and Consumer Self-Control

Authors: Stephen J. Hoch, University of Chicago; George F. Loewenstein, University of Chicago Publication: Journal of Consumer Research Year: 1991 Focus Area: Persuasion, Decision Making, Prevention Relevance: Fraudsters are essentially selling a product and often rely upon impulsive behavior to engage their target in the purchase (or a step toward purchasing, like agreeing to receive […]

Impulsive Decision Making and Working Memory

Authors: John M. Hinson, Washington State University; Tina L. Jameson, Washington State University; Paul Whitney, Washington State University Publication: Journal of Experimental Psychology Year: 2003 Focus Area: Decision Making, Memory Relevance: Decision making processes, and the complex factors that influence them, are significant to understanding why people fall for frauds and how scam artists manipulate […]

Rage and reason: the psychology of the intuitive prosecutor

Authors: Julie H. Goldberg, UC Berkeley; Jennifer S. Lerner, Carnegie Mellon University; Philip E. Tetlock, The Ohio State University Publication: European Journal of Social Psychology Year: 1999 Focus Area: Decision Making, Emotion Relevance: The effect of emotions on decision making can be moderated by social situations, suggesting that there may be specific methods to adjust […]

How to Make Better Choices

Authors: Kate Douglas, Dan Jones Publication: New Scientist Year: 2007 Focus Area: Decision Making, Prevention Relevance: This article draws from scientific research to provide a brief introduction to factors that influence decision making in everyday life. Summary: Everyday decision making draws on emotion and rational (cognitive) thought. Recent research from psychologists and neuroscientists can provide […]

Cognitive Load Has Negative After Effects on Consumer Decision Making

Authors: Siegfried Dewitte, K.U. Leuven; Mario Pandelaere, K.U. Leuven; Barbara Briers, K.U. Leuven; Luk Warlop, K.U. Leuven Publication: Year: 2005 Focus Area: Decision Making, Time Relevance: Fraud targets who delay their decision making in order to make  smarter choices at a later time may not be successful in that goal. People have trouble making decisions […]

Negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences

Authors: Max H. Bazerman, Northwestern University; Anne E. Tenbrunsel, University of Notre Dame; Kimberly Wade-Benzoni, Northwestern University Publication: Academy of Management Review Year: 1998 Focus Area: Prevention, Decision Making, Emotion Relevance: Enabling people to make good decisions and avoid fraud can involve listening to both one’s rational thoughts (the should self) and intuitive feelings (the […]

Free will in consumer behavior: self-control, ego depletion, and choice

Title: Free will in consumer behavior: self-control, ego depletion, and choice Authors: Roy F. Baumeister, Erin A. Sparks, Tyler F. Stillman, Florida State University, Tallahassee; Kathleen D. Vohs, University of Minnesota Publication: Journal of Consumer Psychology Year: 2008 Focus Area: Decision Making, Consumer Behavior, Self-control Relevance: People with compromised capacity to make rational rather than […]